Price To Value

Author : Andreas Hinterhuber,Todd C. Snelgrove
Publisher : Routledge
Page : 303 pages
File Size : 52,8 Mb
Release : 2021-12-27
Category : Business & Economics
ISBN : 9781000515190

Get Book

Value First, Then Price by Andreas Hinterhuber,Todd C. Snelgrove Pdf

Value-based pricing – pricing a product or service according to its value to the customer rather than its cost – is the most effective and profitable pricing strategy. Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases. This book offers a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, it provides students and researchers with a method by which to draw invaluable data-driven conclusions, and gives sales and marketing managers the theories and best practices they need to quantify the value of their products and services to industrial and B2B purchasers. The 2nd edition of this highly-regarded text has been updated in line with current research and practice, offering three new chapters covering new case studies and best practice examples of quantified value propositions, the future of value quantification, and value quantification for intangibles. With contributions from global industry experts this book combines cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It is essential reading for postgraduate students in Sales and Marketing with an interest in Pricing Strategy, sales and pricing specialists, as well as business strategists, in both research and practice.

Author : Andreas Hinterhuber,Todd C. Snelgrove
Publisher : Taylor & Francis
Page : 243 pages
File Size : 48,5 Mb
Release : 2016-10-04
Category : Business & Economics
ISBN : 9781317326182

Get Book

Value First then Price by Andreas Hinterhuber,Todd C. Snelgrove Pdf

Winner of the Overall Case Award 2014 The Case Centre best selling case 2013 - 2017 Value-based pricing—pricing a product according to its value to the customer rather than its cost—is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price. Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers. With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.

Author : George Calhoun
Publisher : Apress
Page : 412 pages
File Size : 51,5 Mb
Release : 2020-02-03
Category : Business & Economics
ISBN : 9781484255520

Get Book

Price and Value by George Calhoun Pdf

Understand how to use equity market metrics such as the price/earnings ratio (and other multiples) to value public and private enterprises. This essential book gives you the tools you need to identify and qualify investments and assess business strategy and performance. Author George Calhoun, Founding Director of the Quantitative Finance Program at Stevens Institute of Technology, shows you how to use metrics to appraise mergers, acquisitions, and spin-offs. You will be able to shed light on financial market conditions, benchmark fair value assessments, and check and calibrate complex cash flow models. Market multiples share a peculiar construction: they are based on an explicit apples-to-oranges comparison of market prices with accounting fundamentals, combining data derived from two very different sources and methodologies. This creates ambiguities in interpretation that can complicate the application of these metrics for the many purposes. Multiples are thus easy to construct, but they can be difficult to interpret. The meanings of certain multiples have evolved over time, and new-and-improved versions have been introduced. The field is becoming more complex and the question of which metrics perform best can be a source of controversy. What You Will Learn Know the definitions, interpretations, and applications of all major market ratios, including: price/earnings (trailing and forward), cyclically adjusted price/earnings, cash-adjusted price/earnings, EV/EBITDA, price/sales, dividend yield, and many moreExamine the factors that drive the values of ratios from firm level (such as earnings growth, leverage, and governance) to market level (such as inflation, tax and fiscal policy, monetary policy, and international characteristics)Apply metrics in: investment analysis, index construction, factor models, sum-of-the-parts analysis of corporate structures, and detection of asset bubbles Who This Book Is For Professionals at all levels working in the finance industry, especially in fields related to investment management, trading, and investment banking who are involved with valuation and assessing and advising on corporate transactions and interpreting market trends, and university students in finance-related programs at the undergraduate and graduate levels

Author : Bud Labitan
Publisher : Lulu.com
Page : 182 pages
File Size : 43,7 Mb
Release : 2010-03-15
Category : Business & Economics
ISBN : 9780557317189

Get Book

Price to Value by Bud Labitan Pdf

'Price To Value' is about Intelligent Speculation. It is about decision framing and using the amazing "Decision Filters" of Charlie Munger and Warren Buffett. These 'filters' offer us the opportunity to enhance our decision framing and decision making skills in both investing and speculation. How can we use this framework to improve our speculative decision making? We can use it to help us separate fact from fiction. Readers will benefit from this book if it stimulates better thinking into the most important factors crucial to decision making. These decision framing ideas can be applied across different asset classes. First, the book presents the four investing decision filters in simplified terms. Then, it extends these ideas by looking into the intelligent speculation ideal described by Benjamin Graham in his tenth lecture of 1946.

Author : Utpal Dholakia
Publisher : Unknown
Page : 128 pages
File Size : 54,7 Mb
Release : 2017-07-03
Category : Electronic
ISBN : 099918671X

Get Book

How to Price Effectively by Utpal Dholakia Pdf

Pricing decisions are among the most important and impactful business decisions that a manager can make. How to Price Effectively: A Guide for Managers and Entrepreneurs introduces the value pricing framework, a structured, versatile, and comprehensive method for making good pricing decisions and executing them. The framework weaves together the latest thinking from academic research journals, proven best practices from the leading pricing experts, and ideas from other fields such as medical decision making, consumer behavior, and organizational psychology. The book discusses what a good pricing decision is, which factors you should consider when making one, the role played by each factor-costs, customer value, reference prices, and the value proposition- and how they work together, the importance of price execution, and how to evaluate the success of pricing decisions. You will also be introduced to a set of useful and straightforward tools to implement the value pricing framework, and study many examples and company case studies that illustrate its nuances. The purpose of How to Price Effectively: A Guide for Managers and Entrepreneurs is to provide you with a comprehensive, practical guide to making, executing, and evaluating pricing decisions.

Author : Andreas Hinterhuber,Todd C. Snelgrove
Publisher : Taylor & Francis
Page : 289 pages
File Size : 50,5 Mb
Release : 2021-12-27
Category : Business & Economics
ISBN : 9781000515152

Get Book

Value First, Then Price by Andreas Hinterhuber,Todd C. Snelgrove Pdf

Value-based pricing – pricing a product or service according to its value to the customer rather than its cost – is the most effective and profitable pricing strategy. Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases. This book offers a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, it provides students and researchers with a method by which to draw invaluable data-driven conclusions, and gives sales and marketing managers the theories and best practices they need to quantify the value of their products and services to industrial and B2B purchasers. The 2nd edition of this highly-regarded text has been updated in line with current research and practice, offering three new chapters covering new case studies and best practice examples of quantified value propositions, the future of value quantification, and value quantification for intangibles. With contributions from global industry experts this book combines cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It is essential reading for postgraduate students in Sales and Marketing with an interest in Pricing Strategy, sales and pricing specialists, as well as business strategists, in both research and practice.

Author : Howard Steven Friedman
Publisher : University of California Press
Page : 231 pages
File Size : 43,5 Mb
Release : 2021-05-05
Category : Business & Economics
ISBN : 9780520383128

Get Book

Ultimate Price by Howard Steven Friedman Pdf

How much is a human life worth? Individuals, families, companies, and governments routinely place a price on human life. The calculations that underlie these price tags are often buried in technical language, yet they influence our economy, laws, behaviors, policies, health, and safety. These price tags are often unfair, infused as they are with gender, racial, national, and cultural biases that often result in valuing the lives of the young more than the old, the rich more than the poor, whites more than blacks, Americans more than foreigners, and relatives more than strangers. This is critical since undervalued lives are left less-protected and more exposed to risk. Howard Steven Friedman explains in simple terms how economists and data scientists at corporations, regulatory agencies, and insurance companies develop and use these price tags and points a spotlight at their logical flaws and limitations. He then forcefully argues against the rampant unfairness in the system. Readers will be enlightened, shocked, and, ultimately, empowered to confront the price tags we assign to human lives and understand why such calculations matter.

Author : Anonim
Publisher : Unknown
Page : 68 pages
File Size : 49,6 Mb
Release : 1955
Category : Cotton
ISBN : UVA:X030229378

Get Book

Cotton and Cottonseed, Acreage, Yield, Production, Disposition, Price, Value, by States by Anonim Pdf

Author : Ronald J. Baker
Publisher : John Wiley & Sons
Page : 78 pages
File Size : 50,9 Mb
Release : 2010-11-29
Category : Business & Economics
ISBN : 9780470929575

Get Book

Implementing Value Pricing by Ronald J. Baker Pdf

Praise for IMPLEMENTING VALUE PRICING A Radical Business Model for Professional Firms "Ron Baker is the most prolific and best writer when it comes to pricing services. This is a must-read for executives and partners in small to large firms. Ron provides the basics, the advanced ideas, the workbooks, the case studies everything. This is a must-have and a terrific book." Reed K. Holden founder and CEO, Holden Advisors, Corp., Associate Professor, Columbia University www.holdenadvisors.com "We've known through Ron Baker's earlier books that he's not just an extraordinary thinker and truly brilliant writer he's a mover and a shaker on a mission. This is the End of Time! Brilliant." Paul Dunn Chairman, B1G1® www.b1g1.com "Implementing Value Pricing is a powerful blend of theory, strategy, and tactics. Ron Baker's most recent offering is ambitious in scope, exploring topics that include economic theory, customer orientation, value identification, service positioning, and pricing strategy. He weaves all of them together seamlessly, and includes numerous examples to illustrate his primary points. I have applied the knowledge I've gained from his body of work, and the benefits to me and to my customers have been immediate, significant, and ongoing." Brent Uren Principal, Valuation & Business Modeling Ernst & Young® www.ey.com "Ron Baker is a revolutionary. He is on a radical crusade to align the interests of service providers with those of their customers by having lawyers, accountants, and consultants charge based on the value they provide, rather than the effort it takes. Implementing Value Pricing is a manifesto that establishes a clear case for the revolution. It provides detailed guidance that includes not only strategies and tactics, but key predictive indicators for success. It is richly illustrated by the successes of firms that have embraced value-based pricing to make their services not only more cost-effective for their customers, but more profitable as well. The hallmark of a manifesto is an unyielding sense of purpose and a call to action. Let the revolution begin." Robert G. Cross, Chairman and CEO, Revenue Analytics, Inc. Author, Revenue Management: Hard-Core Tactics for Market Domination

Author : United States. Crop Reporting Board
Publisher : Unknown
Page : 32 pages
File Size : 54,5 Mb
Release : 1967
Category : Sugar beet industry
ISBN : UVA:X030377875

Get Book

Sugarbeets: Acreage, Yield, Production, Price, Value by United States. Crop Reporting Board Pdf

Author : Anonim
Publisher : Unknown
Page : 1440 pages
File Size : 40,9 Mb
Release : 1957
Category : Field crops
ISBN : STANFORD:36105019613772

Get Book

Field and Seed Crops, by States ..., Farm Disposition, Season Average Price, Value of Production, Value of Sales, Revised Estimates by Anonim Pdf

Author : Michael C Janda
Publisher : Independently Published
Page : 208 pages
File Size : 50,7 Mb
Release : 2019-02-07
Category : Electronic
ISBN : 1794390146

Get Book

The Psychology of Graphic Design Pricing by Michael C Janda Pdf

Learn how to price creative work with confidence. Win more bids. Make more money. When it comes to pricing their work, far too many freelance designers and agencies merely guess what to charge their clients. As a result, profitable projects have as much to do with luck as they do anything else. In The Psychology of Graphic Design Pricing, you'll learn how to take luck out of the equation by calculating the cost to produce your work, understanding its market value, and extracting your client's budget. These three variables are used in a pricing spectrum, empowering you to price your work with confidence and profitability in every project opportunity. This book will teach you how to calculate your production costs, understand market value, extract your client's budget, bid with the right project price, and increase your profitability.

Author : Tara Joyce
Publisher : Unknown
Page : 0 pages
File Size : 46,5 Mb
Release : 2023-01-23
Category : Business & Economics
ISBN : 1771806044

Get Book

Pay What It's Worth by Tara Joyce Pdf

What if the customer determined the price they pay based upon the value they receive? How might that change things? Pay What It's Worth pricing is a system allowing for a different way of valuing the products, services, and experiences we have and exchange with others. Each of us has the power and ability to create our own economy, and approach to valuing products and services. In Pay What It's Worth: You Don't Need to Set a Price on Value, you'll explore the power and potential, as well as the pitfalls, of not setting prices. Mutually beneficial exchanges are possible and sustainable for you, as a business owner, and as a customer. Your integrity is your most valuable wealth creation tool.

Author : Reed K. Holden,Mark R. Burton
Publisher : John Wiley & Sons
Page : 242 pages
File Size : 48,7 Mb
Release : 2010-12-28
Category : Business & Economics
ISBN : 9781118045343

Get Book

Pricing with Confidence by Reed K. Holden,Mark R. Burton Pdf

Bad pricing is a great way to destroy your company’s value, revenue, and profits. With ten simple rules, this book shows you how to deliver both healthy profit margins and robust revenue growth while kicking the dreaded discounting habit. The authors destroy the conventional wisdom that you have to trade margins for revenues and show you how to fully exploit the value your company offers customers. This is a proven plan for increasing sales without sacrificing profits.

Author : Gerald Smith
Publisher : Columbia University Press
Page : 537 pages
File Size : 45,5 Mb
Release : 2021-10-12
Category : Business & Economics
ISBN : 9780231549073

Get Book

Getting Price Right by Gerald Smith Pdf

Winner, 2022 Leonard L. Berry Marketing Book Award, American Marketing Association How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business debias its price setting to become more productive, strategic, and profitable? Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes—a firm’s or manager’s pricing orientation—results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows how to identify and remove the psychological blinders that cause suboptimal decisions and policies. Smith details how to improve pricing orientation by combining the soft behavioral skills that intuitively shape and refine pricing practice with the hard analytic skills that guide and structure pricing strategy. The result is more rational and more profitable pricing—with respect to not only revenue and profitability but also employee productivity and customer satisfaction. Offering an accessible and actionable model, Getting Price Right is the first book to apply behavioral economics to managerial price setting. It is a must-read for corporate business leaders, thought leaders, and professionals interested in advances in pricing and for managers, entrepreneurs, proprietors, and small and midsize business owners whose everyday work involves pricing.